İş Ortakları Güncelleme Toplantısı 11 Aralık 2013 Ahmet SARI İş Ortakları Satış Yöneticisi
Ajanda Oracle İş Ortaklığı Programı ve Portal OPN <Insert Picture Here> OPN Sözleşmeleri ve Dağıtım Anlaşmaları OPN Incentive Program ve Open Market Model Oracle Partner HUB Gelecek Dönem Etkinlik Planı ve Duyurular Oracle Financing
<Insert Picture Here> OPN Portalı İş Ortaklığı Programı, OPN Specialized
Oracle Partner Network (OPN) İş Ortaklığı programı yönetim platformu Global İş Ortakları topluluğu Portal http://opn.oracle.com http://partner.oracle.com Program Portal Community Partner Business Center
OPN Program Benefits
OPN Portalı http://partner.oracle.com
OPN Specialized * *
Differentiation in OPN Programs Designed For Each Partner Business Model SIs & VARs ISVs 150+ Available Specializations 8 Available Ready 3 Available Optimized 20 Available Validations
Uzmanlaşmak için gerekli kriterler Specific to Specialization Globally consistent
Örnek Uzmanlaşma Kriteri Criteria Required Business Criteria Customer References Transactions Resale Co-Sell Referral 3 2 Sales Specialist Pre-Sales Specialist Competency Criteria Implementation or Developer Specialists (or Certified Professionals) 3 2 2 Support Specialist 1
OPN Sözleşmeleri ve Dağıtım Anlaşmaları <Insert Picture Here>
Sözleşmeler ve Dağıtım Anlaşmaları Partner sözleşmeleri OPN Oracle Partner Network, FUDA Full Use Distribution Agreement, PSADD Public Sector Addendum FDA Field Delivery Addendum Dağıtım anlaşmaları FUDA Full Use Distribution Agreement, ASFU Application Specific Full Use ESL ISV anlaşmaları ISV-MA ISV Master Agreement ISV-FU Full Use DA ISV-PSADD ISV PSA ISV- ASFU - ISV ASFU ISV-ESL ISV Embedded Software Licence & Royalty SaaS Licencing
Open Market Model (OMM) ve OPN Incentive Programı <Insert Picture Here>
OMM Nedir? OMM (Open Market Model) İş Ortaklarımız tarafından oluşturulan Oracle fırsatlarının, Oracle tarafından ilgili İş Ortağı adına kayıt altına alınması ve satışa döndüğünde satış marjı üzerine programda belirtilen oranda rebate geliri aktarılmasıdır. Closing transactions - Resale Initiative Oracle VAD Reseller Customer SELL OPS OMM OPS Opportunity Database
Neden OMM kullanılmalı? Şeffalık ve fırsat eşitliği politikası Açıklık ve partnerların ödüllendirilmesi, rebate Kanal üzerinden oluşturulan pipeline takibi Anlaşmazlıkların engellenmesi Oracle Registration Accept / Decline Partner Deal Customer Assistance
OPN Incentive Program Amacı Single Rebate Program Software and Hardware Focus on Oracle Strategic Products Focus on Registered Broad Market opportunities Include Oracle Premier Support
OPN Incentive Program Özeti Resell Transaction / ASFU&ESL are not eligible for OPN IP Broad Market Rebate: 3% Broad Market Account Registered = registered + approved * Include Support Strategic Product Rebate: 5% Broad Market Account Include Support * IMPORTANT: VAD must include Opportunity ID in order booking
FY14 OPN Incentive Program In FY14 we continue rewarding partners for their focus on: FY14 OPN Incentive Program VAR Rebates: NEW FOR FY14!! Sales to the Broad Market With Oracle Premier Support Deal Registration via OMM Strategic Product sales And now we extend additional rebate opportunities to partners for: Selling Oracle on Oracle solutions Over the past 2 years, Oracle has paid over $60M in rebates to EMEA Channel partners through incentive programmes.
Open Market Model (OMM) Deal Registration 3% Broad Market Customer (*) Oracle Premier Support > 30M$ paid out to EMEA Partners in Rebates & OMM Fees in FY13 See all details for OMM conditions that apply on oracle.com pages, through your VAD or sales contacts (*) Broad Market can be validated through your VAD or Oracle PBC Partner Business Center (**) Product list www.oracle.com/partners/secure/sales/opn-incentive-prg-strgc-pro-list-422308.pdf 5% Strategic Hardware Product (**) 5% Oracle on Oracle 2% Same quarter and customer Strategic HW + SW or Server + Storage
Oracle Partner HUB <Insert Picture Here>
Oracle Partner HUB Unique and Efficient Partner Infrastructure We share our skills to maximize your revenue!
Oracle Partner HUB Benefits For Partners Partner Academy Dedicated courses, exclusive to Oracle partners at special rates Support and additional benefits for Specialization program ISV Migration Center Free migration & upgrade support for Oracle Technologies Labs equipped with the latest hardware technology Support for the ISV ExaStack Program Partner Studio Organize events at Studio for customers and prospects Access to a wide range of sales and marketing support
Oracle Partner HUB In the last 5 years @ Partner Academy Years Training man/day FY 09 849 FY 10 1.356 FY 11 2.122 FY 12 2.491 FY 13 2.138 FY 14 1.108 Total 10.064
Upcoming Trainings Training Name Start Date Duration Oracle 11g Database Administration - I Dec, 16 5 days TR Exadata Technical Boot Camp Dec, 25 3 days TR Oracle Business Intelligence Suite Enterprise Edition 11g Implementation Jan, 06 5 days TR Language Oracle WebLogic Server 12c Implementation Specialist Jan, 14 4 days ENG Oracle Unified BPM Suite 11g Implementation Jan, 21 4 days ENG Oracle Enterprise Manager 12c Implementation Jan, 27 2 days TR Oracle SOA Suite 11g Extensibility Jan, 30 2 days ENG Oracle Access Management Suite Plus 11g Implementation Specialist Feb, 03 5 days ENG Oracle WebCenter Sites 11g Implementation Feb, 18 3 days ENG RAC 11g Implementation Feb, 24 3 days TR
Oracle Partner HUB ISV Migration Center: # of ISV application migrations & Adoption from competetive products : 25 265 man-days workshop with partners sevgi.emul@oracle.com Partner Studio: # of Studio events: 21 DB12c, DaaS, SaaS, Fusion SaaS activities took place at Studio
Java Summer School Oracle Partner HUB Turkey has staged the 4 th year Java Summer School for over 40 students. It was run in joint collaboration with the Oracle Partner Academy and Oracle partner OBSS. The 40 participants were selected from over 1.000 students from 80 universities who applied for the Java training.
FY14 ExaStack Validation Program Partner Solution Name Exadata Ready Exadata Optimized ExalogicReady Agito AIMS + + Asseco See Teknoloji InAct + + Idea Vision Plus + Infotech Infomobil + + + Minerva Plantum - ERP + + PiWorks PIWeb + + PI SON Suite + + ANO + + Sampas AKOS Municipality + + Sisoft Sisohbys (Sisocare) + + + Smartsoft Ocean + + TTG Uluslararası North-I Perf Mng + + Vizyoneks Insurance + Vizyoneks SAT + Exalogic Optimized
Katma değerli distribütörlerimiz Demo Donanım Parkı Oracle Exadata ES Oracle Database Appliance Spark T5 Series X Series ZFS Storage Appliance Demo Donanım Parkı Oracle Exadata ES Oracle Exalogic ES Oracle Exalytics ES Oracle Database Appliance Spark T4&T5 Series ZFS Storage Appliance StorageTek SL 150 Modular
Gelecek Dönem Etkinlik Planı ve Duyurular <Insert Picture Here>
Önümüzdeki Dönem Etkinlik Planı Müşterilere Yönelik Etkinlikler 13 Şubat 2014 Oracle Finans Zirvesi 13 Mart 2014 Oracle Sigorta Sektörü Zirvesi Nisan 2014 Orta Katman Ürünleri Zirvesi Sponsorluk için Selma Levent ile irtibata geçebilirsiniz. İş Ortaklarına Yönelik Etkinlikler Nisan 2014 Oracle Partner Day selma.levent@oracle.com
Infotech, Oracle OpenWorld 2013 etkinliğinde düzenlenen 2013 Oracle Excellence Awards kapsamında, Oracle ADF, Application Development Framework (Fusion Development) kategorisinde Fusion Middleware İnovasyon Ödülü ne layık görüldü. Ödüllü İş Ortaklarımız
Ödüllü İş Ortaklarımız Kora Bozlu Holding IDC Büyük Data ve İş Zekası Forum 2013 Holding kategorisindeki En İyi İş Zekası Projesi Bozlu Holding adına Enterprise IT Manager Altuğ Özdamar Kora adına Satış Müdürü Onur Aruz
PLUS Dergi ve İş Ortakları Başarı Öyküleri http://www.bilgicozumleri.com/genel-sektordeki-ilk-ruei-projesi-banvittegerceklesti/ http://www.bilgicozumleri.com/ovm-petrol-ofisi-goldengate-ile-kesintisizraporlama-beklentilerini-karsiladi/
Pusula Dergisi Engineered Systems sayısı gokce.ilsever@oracle.com
Oracle Financing <Insert Picture Here>
Total Financing solution for Partners Helping you to make the sale By offering affordable payment plans, Oracle Financing can help your customers acquire the IT solutions they need CUSTOMER BENEFITS How can Oracle Financing help your customers? Reduce up-front costs and improve cash flow Preserve credit lines and conserve capital Optimize IT budgets with flexible payments Adapt quickly to changing business climates PARTNER BENEFITS How can Oracle Financing help your business? Larger deals and bigger margins Shorter sales cycles and more control over your sale Greater access to financial decisionmakers Mitigate risk around credit and collections LEARN MORE: www.oracle.com/financing or OracleFinancing_ww_grp@oracle.com
Let s Optimize Your Sales Oracle Financing Over 20 years of experience More than 12,000 customers More than 60 countries Fortune 1000 to small and midsize All major global industries Commercial and government USD 2.5 bn financing (FY12)
Benefits to Partners and VADs Increase sales and reduce risk Payment plans can help you: Preserve and enhance credit lines Expand customers purchasing power Mitigate your credit and collections risk Reduce time, cost, and resources spent seeking invoice settlement Receive payment from Oracle within 30 days while customer pays over time Payment solutions are available for Oracle hardware, software, eng.systems & implementation
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